Senior Account Manager - System Integrator and Defense Market - CIS Secure

A commitment to defense is what defines us. CIS Secure is an innovator, integrator and expert advisor supporting the broadest portfolio of powerful, mission-specific C5ISR communications and cybersecurity solutions. And, as it is with you, our nation’s security forms the foundation of everything we do. CIS Secure operates 24/7, because your mission never sleeps. Almost every one of our customer-facing staff holds a security clearance – with the vast majority at the highest available level. Our team is proud of their personal history supporting our country in the DoD or IC. Our products are certified to the highest government standards and come from suppliers and manufacturers with documented secure supply chains

A person in this role will be responsible to be sales and subject matter expert for CIS Secure products and services focused on the Federal System Integrator & Defense Contractor Market to drive long-term, project based business.  The individual will drive CIS Secure revenue and market share in identified programs by focusing on sales efforts that target the System Integrator & Defense Contractor Market. 

Essential for success are a strong combination of strategic sales talent, excellent project management skills and a history of program sales success. The position is also highly dependent on building and leveraging strong business relationships. Requirements include good interpersonal skills, a strong orientation to collaboration and the ability to work very effectively in virtual teams. Polished professional with excitement and energy for all the CIS Secure product categories to be the “face” of the Company.

Market / Sales Development:

• Develop and implement a strategic business plan for transportable and custom solutions that outlines a clear vision of actions to win business from high value SI’s along with an overall market-share increase for CIS Secure.
• Work key OEM partners to ensure they are knowledgeable on all CIS Secure offerings and programs related to the SI market space.
• Collaborate with internal engineering and sales resources to ensure results are achieved.
• Identify and participate in industry events to market CIS Secure transportable and custom product capabilities, capture market data, industry trends, competitive information and potential partnerships or alliances.
• Build and capitalize upon appropriate industry partnerships or alliances within strategic markets in order to increase Federal SI customer awareness of CIS Secure products and services in order to build a long-term sales pipeline.
• Work with industry customers and sales team members to identify, prioritize, and build business cases for new product and/or feature development along with increased services potential.
• Research, prospect, engage and cultivate new business (via direct or in-direct sales transaction) from existing key strategic SI accounts as well as new unique type of end-user customers and vertical specific reseller partners in which to grow overall market-share.
• Develop a strategic horizontal long term plan to maximize penetration and sales with key Federal system integrators.  The individual will act as the CIS Secure horizontal lead to foster C level relationships and drive CIS Secure products and services to grow our system integrator market share. 
• Leverage CIS Secure executive team as needed.
• Identify and close multi-year, high-value opportunities that establish and grow CIS Secure’s position throughout the SI/Defense Contractor program market.

 
Subject Matter Expertise:

• Serve as the SI customer sales expert with CIS Secure sales, marketing, product management, engineering and manufacturing.
• Understand the Federal market landscape; collect, analyze and disseminate key market news, customer data, product trends, and competitive information to educate and provide market readiness to the sales team (including reseller partners), product management as well as headquarters and factory management.
• Assist other Program or Account Executives with identification of top programs across all DoD and Federal System Integrator markets.  This would include future program trends, funding and technical requirements.  After gathering and analyzing the market intelligence, the individual would then develop a long term plan to capture this program business.
• Serve as the voice of the company for the Federal System Integrator market in public relations, media opportunities, trade show and industry associations to build market awareness for CIS Secure.
• Identify and actively engage in appropriate trade shows/associations/boards/etc. In order to position CIS Secure solutions within the assigned market.

 
Strategic Marketing Development:

• Develop and maintain annual System Integrator strategic plan for CIS Secure product categories in collaboration with sales and marketing teams.
• Work with the appropriate marketing team members in the development and execution of appropriate market messaging, strategies, promotions, and other tactics designed to generate market awareness for CIS Secure, produce actionable leads, and grow the sales pipeline.
• Deliver regular market research and competitive positioning / pricing analysis to marketing and sales management for transportable, advanced hardware program opportunities.
• In concert with the marketing team – organize scheduled advisory events to collect direct feedback from end users.

Administration:

• Effectively manage all administrative duties and reporting in timely manner, including Salesforce customer data, pipeline and opportunity data maintenance, quarterly business review functions and various headquarter required reporting
  

OPERATING HOURS AND EXPECTATIONS:

• This position anticipates mostly standard hours, with some variability based on business travel, customer availability and trade show involvement, this may include occassional weekend work.
• This position is expected to perform work on-site at the Ashburn headquarters unless off-site for meetings or attending industry related events.

TRAVEL:

• Some travel, both local and national, should be expected, up to 40%.

CLEARANCE:

• This position does not require an active security clearance at the time of application.
  • Must have the ability to obtain and maintain a government security clearance, required.

EDUCATION:

• Bachelor's degree in a related field.
  
  • Additional years of experience may be substituted for the formal degree requirement.
• Master's degree, preferred.

CERTIFICATION(S):

• None

REQUIRED SKILLS AND EXPERIENCE:

• 8+ years Federal IT experience with product marketing, Federal contracting and sales experience in mobility products.
• 8+ years’ experience working with System Integrator, Federal and DoD focus is a plus.
• Federal capture experience and a history of developing long term business opportunities.
• Proven experience managing long term relationships and driving YoY business growth.
• Microsoft Office including Word, Excel, PowerPoint.
• CRM software including customer contact, sales pipeline and opportunity data management (Salesforce preferred).

PREFERRED SKILLS AND EXPERIENCE:

• Self-motivated, resilient, can-do attitude to overcome obstacles and find resolution in sometimes difficult conditions.  Excellent judgment and be able to work in a challenging matrix management environment. 
• Strong communications with key contacts (internal/external) and a level of persuasion required. Excellent communications skills both written and verbal required.  Strong team building, interpersonal and project management skills as well as presentation skills required.  Able to cultivate relationships of C-Level individuals within strategic, high-value end-user customers.

PHYSICAL REQUIREMENTS:

This job operates in a professional office environment.  The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Flexibility related to work hours as project demands arise.
• Must be able to remain in a stationary computer position for extended periods of time.
• Must be able to use hands and fingers to type.
• Must be able to reach with hands and arms for using a computer.
• Occasionally required to move 5 – 40 pounds.

Disclaimer:

This job description indicates in general the nature and levels of work, knowledge, skills, abilities and other essential functions (as covered under the Americans with Disabilities Act) expected of an incumbent.  It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of an incumbent.  An incumbent may be asked to perform other duties as required.

WHAT WE OFFER:

At CIS Secure and its associated companies, Intrepid Solutions and Services and Darkblade Systems, we believe in promoting fair and transparent pay practices. We are committed to disclosing the compensation range for transparency and to set clear expectations for all applicants for this posting. This range represents the anticipated low and high end of the base salary for the advertised job, promotion, or transfer opportunity. Please note that the pay range provided is a good faith estimate for the position at the time of posting. The actual salary offered may vary based on various factors including but not limited to relevant experience, knowledge, skills and abilities, education, geographic location, as well as internal equity, and alignment to market data.

Job Type: Full-time (hybrid)

Pay Range: $170,000.00 - $210,000.00 per year

Benefits:

• 401(k) with company matching
• Dental insurance
• Medical insurance
• Health Savings Account option
• Flexible Spending
• Vision insurance
• Life and Disability Insurance
• Ancillary offerings (Hospital Indemnity, Accident, Critical Illness, Pet Insurance)
• Paid Time Off
• Holiday pay

CIS Secure and it's associated companies, Intrepid Solutions and Darkblade Systems, is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status, or any other protected class.